After reading Patricia Kennedy's post titled "why open houses may not work for you" I had to share my views of why most open house events do not work for some agents. Patricia made a good point about ones attitude radiating to potential buyers and if that attitude is negative, it will show.
Today, both of my team members wrote up reservations on The Villas at Eagles Nest in Franklin MA. We do open house events there every weekend, without fail. Both of today's buyers are past visitors to an open house at this community. Sometimes it takes time and follow-up. Buyers need to have questions answered to create a comfort zone. If the agent hosting the open house event does not follow-up on the visitors, they fade away or they are found by other agents and become their prospects. Once that happens, their interests change, and you can kiss those reservations good-bye!!!
Open house events are a method of prospecting, and the visitors of the event require attention after the event ends. Once they sign in, they are now prospects that need to be worked in order to bring them to the point of acting upon a property. Open house events are a great way to prospect. It's a casual, face to face, immediate attraction occurrence that will create business. My team reserved two condos today because of their past open house events and their diligent follow up. You'll never convince me that open house events don't work!!!
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